Director, Pricing

Reporting to the SVP, Finance, the Director of Pricing will serve as the agency’s strategic pricing and commercial strategy lead, responsible for shaping pricing architecture, advising on commercial deal structures for new and existing clients, negotiating directly with clients, and partnering with agency leadership on pricing decisions that support profitable growth.

The role requires deep knowledge of agency financials, KPIs, ways of working, master services agreements, statements of work, rate structures, client procurement dynamics, and negotiation strategy. Success requires the ability to translate financial, contractual, and operational inputs into clear pricing recommendations, commercial guardrails, and negotiation strategies that benefit both the agency and its clients.

REQUIRED SKILLS

Strategic Leadership and Commercial Advisory. You'll serve as a senior strategic advisor to agency leadership, cross-departmental stakeholders, and Finance on pricing strategy, commercial models, and negotiation approach for new and existing clients. You will lead pricing decision-making for complex opportunities, including RFPs, renewals, scope expansions, rate negotiations, and commercial model changes. You have the ability to translate agency financial targets, client objectives, procurement dynamics, and contractual requirements into actionable pricing recommendations and deal strategies.
Commercial Performance, Profitability and Decision Support. You will analyze client, opportunity, and portfolio economics to identify pricing risks, margin opportunities, and commercial levers that improve agency revenue and profitability. You will develop executive-read analyses and recommendations that clearly connect pricing decisions to revenue, gross margin, and bottom-line profit. You will assess existing client financial performance, pricing models, rate structures, incentives, fees, markups, and pass-through economics to recommend updates, renegotiation strategies, and profitability improvement plans.
Contracting and Pricing Enablement. You will maintain a strong understanding of agency financials, operating models, systems, client rate structures, and contractual agreements, including MSAs, SOWs, KPIs, and related commercial terms. You will partner with Legal, Finance, and other key business stakeholders to ensure MSAs and SOWs are commercially viable, operationally executable, and aligned with agency financial objectives, while also identifying pricing implications, margin risk, scope risk, and potential negotiation trade-offs. You will review and advise on contractual and pricing provisions to ensure agreements are commercially sound, operationally feasible, and aligned with agency financial objectives while identifying margin risks, scope risks, and negotiation considerations. Additionally, you will build commercial and pricing acumen by training and coaching support teams on pricing strategy, negotiation preparation, commercial guardrails, and effective client communications.
Collaboration. You will build strong relationships with GMR internal teams and external partners. You will collaborate with Growth and Enablement teams to promote consistent pricing practices and support effective execution across the agency. You will partner with clients, procurement teams, and internal stakeholders to negotiate commercial terms and safeguard agency financial performance. Additionally, you will partner with key stakeholders to evaluate scope, staffing, and delivery assumptions that materially impact pricing, profitability, and overall commercial risk.